When Salespeople Get It Wrong

13 Ways Contract Training Salespeople Get It Wrong

1. No proactive outbound calls. They are “order takers” and simply take the calls as they come into the office. This method doesn’t drive the type or quality of business. The result is usually a one-shot deal or small contract.

2. Letting the customer self diagnose. Often the customer decides on a training program that will only solve a symptom of the real issue going on in the business. The salesperson must probe to determine true need.

3. No research on the company before the sales call. This puts the salesperson at a disadvantage to understand the business or determine the right questions to ask during the sales call.

4. Not asking probing questions to determine need. If the sales call consists of “show and tell” using the course catalog without asking specific questions to uncover the issue and pain of the customer, the end result usually misses the mark.

5. Mailing or e-mailing the proposal. Proposals should be hand-delivered to the decision-maker to review the issues uncovered in the previous meeting, go over the solutions, review the pricing, handle objections and close the deal. Mailing and e-mailing the proposal lessens the chances for closing.

6. Not using a Unique Selling Proposition. Successful salespeople know the USP for their workforce development area and use it when approaching decision-makers. This helps to build the brand and show how the college is better and different from the competition.

7. Just selling training. Training isn’t always the answer. Expand your product line and offer consulting, performance improvement, coaching, assessment, etc.

8. Not talking to the decision-maker. Don’t waste time having a sales call with a non-decision maker. Conduct sales calls with people who have the power to sign the contract.

9. Wasting time on non-customer related activities. The wise use of time is on prospecting, approaching, face-to-face sales calls, proposal writing, closing and working with fulfillment. Work on activities that cause movement in the pipeline.

10. Not pricing proposals to make a profit. Salespeople should be pricing proposals with a 50-60% margin. The purpose is to make a profit—not just break even.

11. Not continually filling the pipeline with solid leads. Prospecting and filling the pipeline on a weekly basis is critical to the salesperson’s success.

12. No follow up. Always make sure to determine next steps after any meeting. This includes the date/time for the next meeting, or proposal delivery, or follow up, or next contract. Unsuccessful salespeople leave a meeting and never follow up.

13. Not staying close to good customers. Especially in this economy, it is imperative to pay special attention to good customers. Salespeople who take their good customers for granted will find them drifting to the competition.